外贸英语函电
考察题型
一，汉译英、英译汉（名词性短语）12’，1’*12
二，单项选择（介词、常用短语）20’
三，汉译英、英译汉（句子）40’，4’*10
四，对话填词（课件练习）8’，1’*8
五，信函写作20’
部分短语词组（内容十分有限，仅做参考，请勿完全依赖于此）
一、建交函
Trade Directory（工商名录）
Advertisements,
Chinese Commercial Counselors’s Office in foreign countries, Trade shows
Friends in business circle
Internet, etc.
二、资信调查
资信调查（status enquiry）
银行证明人（banking reference）
商业证明人（trade reference）
信用额度（credit limit）
财务状况（Financial position）
信用（Credit）
声誉（Reputation）
业务做法（Business methods）
管理能力（Management capacities）
银行（Bank）
商会或有关的行业工会（Chamber of commerce）
咨询机构（Enquiry agencies）
中国的驻外商务机构（Chinese commerce agencies in foreign countries） 外国的驻华商务机构（Foreign countries’ commerce agencies in China） 国内外咨询公司（Enquiry companies at home and abroad）
资产负债表（balance sheets）
三、询盘及回复
询盘enquiry
Inquiry sheet 询价单
Catalog产品目录
Illustrated catalog 带有插图的产品目录
Specification 规格
四、报价和发盘（quotation and offer） 实盘firm order
虚盘 non-farm order
折扣（discount）
交货期（date of delivery）
即期汇票（draft at sight）
佣金（commission）
交货日期（delivery date）
五、还盘和接受
margin:盈余，毛利
gross margin毛利；
a narrow margin of profit 微利
make: n. 制造, 牌子，类型，式样 allowance津贴, 补助, 折扣
decline下降；婉拒;谢绝
Wide gap 差距很大
to bridge the gap
Step up the trade 促进交易
promote the business
quantity order: 大量订货
fresh order 新定单
repeat orders 续订订单/翻单
regular orders 长期订货
large/substantial order 大订单 place a trial order 试订货
comply with one’s request 按照某人的要求
六、销售促销
Under separate air shipment 领寄航空邮件 Push the sales 推销
Proforma invoice 形式#5@p
In quadruplicate 一式四份
In duplicate 一式两份
In triplicate 一式三份
In quintuplicate 一式五份
In sextuplicate 一式六份
七、履行
Order 定单
Sales /Purchase Confirmation 销售/购买确认书 Sales /Purchase Contract 销售/购货合同 Agreement 协议书
Memorandum备忘录
Document 单证
Certificate of Origin 原产地证明
Photocopy of Certificate of Origin:原产地证明的复印件
Bill of Lading:提单
original documents: 正本单据
forwarding agent：运输代理，运输报关代理，转运行：为客户办理运输的商行，常兼办装货、收货、及报关等手续，并收取佣金。
shipping instruction: 装运须知,这是买方给卖方的通知，告知卖方货物的包装和其它有关货物运输的事。
八、支付方式（句子）
Irrevocable/ Revocable letter of credit不可撤消的/可撤消的信用证:
Unconfirmed/ confirmed letter of credit不可保兑/保兑的信用证:
Sight L/C即期信用证
Usance credit/time credit/term credit 远期信用证
Documentary/ clean L/C跟单/光票信用证
Standby Letter of Credit备用信用证
dishonor 拒付
deferred payment 延期付款
progressive payment 分期付款
payment by installment 分期付款
payment on terms 定期付款
payment in part 部分付款
payment in full 全部付讫
to amend a credit 修改信用证
to establish a credit through a bank 通过银行开立信用证
Freight （运费）
Subscription （订金）
Unpaid balance(货款尾数)?
Commission(佣金)
Other incidental expenses(杂费)
九、货物交付
multimodal transport(多式联运)
Charter party（租船合同）
voyage charter/ time charter
make / effect shipment 装运，装船；
in one shipment
shipment by installments 分批或分期装运；
shipment per sample/ shipment sample
Shipment on consignment 以托销方式发货
shipment price 启运价格（合同中不订明价格，货价按交货时的行情来确定价格） shipping advice 装船通知，发货通知
shipping agents 装运代理人，发货代理人
shipping company 轮船公司
shipping container 船运集装箱
shipping documents 装船单据
shipping instruction 装船要求，装船须知
shipping marks 装船唛头?
shipping order 装货单，下货纸
shipping space 船位，舱位，载位
clear the backlog: 清理积压的工作
charter a ship 租船
single containers voyage from … to … 单次航程 40 days notice of readiness
an option on the M.V. 船舶使用权
provisionally agreed 临时议定的
conclude a voyage charter 达成程租船协议
book shipping space/ containers 订舱、订箱
freight charges / ocean freight (海运)运费
freight n. 运费，货物
freight charges 运费
freight list 运价表
freight rate 运费率
freight rebate运费回扣
freight space=shipping space
freight ton 运费吨
freight tariff 运费表
the premium charged 保险费
be scheduled to 预定
call the port 停靠港口
ETA: estimated time of arrival 预计到达的时间
appoint sb. to act as agent 指定某人充当代理
forwarding agent 运输代理行
十、保险
FPA(Free form Particular Average)平安险
WPA(With Particular Average)水渍险
All Risks 一切险
Theft,Pilferage and Non-delivery（T.P.N.D） 偷窃，提货不着险 Fresh Water and/or Rain Damage淡水雨淋险，
Risk of Shortage in Weight 短量险
Rish of Leakage 渗漏险
Rish of Intermixture and Contamination 混杂、沾污险 Risk of Intermixture and Contamination 碰损、破碎险 Risk of Odour 串味险
Sweating and Heating Risk 受潮受热险
Hook Damage Risk 钩损险
Breakage of Packing Risk 包装破裂险
Risk of Rust 锈损险
Strike Risk 罢工险
War Risk 海运战争险
to cover insurance 投保、洽办保险
Insurance premium 保险费
Policy / Insurance certificate 保单/保险凭证
For one’s account 由某方付费
十一、包装
Outer Packing 外包装，运输包装，大包装;
Inner Packing内包装，销售包装;
Bag or Sack 袋
Bale包
Drum or barrel桶
Carton纸板箱
Wooden Case木箱
Wooden Crate板条箱
Pallet货盘，托盘
Container集装箱
transit inventory 在途存货；
transit authorization certification 转口许可证，过境许可证； transit declaration 过境报关单;
transit tariff 过境税率；
transit tolls 通行费，过境费
pack in 表示用某种容器包装
pack to 表示将若干件装于某一个容器内（见新书P166）
十二、索赔
Underwriter(保险人)
Statement of Claim(索赔清单)
-Certificate of Insurance
-Invoice -Survey Report （鉴定报告） -Packing List -Other documents
shortweight 短重，重量不足
short 短少，短缺
short-deliver: vt.
The goods are short-delivered by 100 kg.
short-landed: adj. 短缷的，短失的
short-landing: n. 短卸
short-shipped: adj. 短装，装载不足
short shipment短装，装载不足
shortage: n.
We have just received your L/C No. 334. We are sorry to inform you that there is a shortage of USD 45 in the amount.
表示索赔的原因,接for claim for damage
表示索赔的金额,接for claim for US$1000
表示对某批货物索赔,接on claim on the goods
表示向某人索赔,接against claim against the underwriter
register / file / lodge / raise / make / put in a claim against / with somebody for / on something settle the claim（理赔）
句子及对话填空请参考PPT内练习
信函写作样本
一、发盘（见PPT函电5）
基于询盘的发盘
询盘
August 13,2001
Dear Sir:
We are in the market for electric saws . Please provide us with quotes for the goods listed on the enclosed inquiry sheet ,giving your prices CFR Jakarta.Please also state your earliest delivery date , your terms of payment and discounts for regular purchase . Kindly mail us your catalog and details of your specifications.
We look forward to your early reply.
Sincerely
Joseph Ng
Commercial Manager
Encl.:inquiry sheet
发盘
August 25, 2001
Dear Commercial Manager:
We thank you for your letter of August 13th and are pleased to quote as follows:
800 pieces of TIGER BRAND Electric Saw at US$ 25 each CFR Jakarta. The shipment is to be made during October/November. We require payment by irrevocable L/C payable at sight against presentation of shipping documents.
Please open the L/C telegraphically without delay, so as to enable us to effect shipment during October/November.
We await your acceptance.
Sincerely
Chen Hua
主动的发盘（不基于询盘）
Dear Sirs,
A year ago you placed a substantial order for Type CB555 Rechargeable Battery, a discontinued line that we had on offer at the time. As we have a similar line on offer , i.e. Type AP303, it occurs to us that you may be interested.
We have a stock of 1,200 dozen of Type AP303(seen enclosed leaflet ) which we are selling off at US＄100 per dozen with a quantity discount of up to 15% if the order is more than 800 dozen , though we are prepared to give 20% for an offer to buy the complete stock.
We are giving you the first chance in view of your previous order, but we should appreciate a prompt reply so that we can put the offer out in the event of your not being interested.
Yours faithfully.
Encl.
二、拒绝订货（见函电7）
Dear sirs
Thank you for your fax of 7 July enclosing your order for 8,000 metres of 100 cm wide CWT silk.
We are sorry we can no longer supply this silk. Fashions constantly change and in recent years the demand for watered silk has fallen to such an extent that we have ceased to produce it.
In its place we can offer you new “Gossamer” brand of rayon. This is a finely wove, hard wearing, non-ceasable material with a most attractive lustre. The large number of repeat orders we regularly receive from leading distributors is clear evidence of the popularity of this brand. At the low price of only ￡1.80 a meter this rayon is much cheaper than silk and its appearance is just as attractive.
We are makers of other kinds of cloth in which you may be interested and are sending you a full range of patterns by parcel post. All these are selling well in many countries and we can safely recommend them. We can supply all of them from stock and if you decide to place an order, we can meet it promptly.
Your sincerely